Sales Focus Inc. (SFI), the pioneer in sales outsourcing, is excited to announce that its founder and CEO, Tony Horwath, was recently featured on the Biz-eWerk podcast. Hosted by Cory Werkheiser, Director of Career Success at the College of Charleston, the episode delves into Tony's inspiring career journey, the groundbreaking role of his company in the sales outsourcing industry, and valuable insights for entrepreneurs and business leaders.

Highlights from the Podcast Episode

1. The Origins of Sales Focus Inc.

• Tony founded Sales Focus Inc. in 1998 as the first sales business process outsourcing (BPO) company in the U.S.

• With a background in computer engineering, Tony transitioned into sales, discovering how to leverage technology to improve business outcomes.

• Sales Focus has since worked with over 1,500 clients and hired 25,000 salespeople across the globe.

2. The Importance of Building a Dedicated Sales Team

• Tony emphasized that a successful sales outsourcing model hinges on deeply understanding the client’s needs and goals.

• “We are literally an extension of your organization,” says Tony. He points out that sales is not just about revenue generation but also about knowledge transfer—understanding why clients say yes or no is key to driving future success.

3. The Philosophy of Sales Leadership

• Tony shared his belief in value-based selling, highlighting how experience and knowledge are crucial to success in sales.

• "If someone gave me 15 leads and gave you 15 leads, I promise you I'm going to do better than you will," Tony explains. It's not about the numbers but about convincing prospects of the value you're offering to their business.

4. The Evolving Sales Outsourcing Market & Role of AI

• Tony also discussed the evolving landscape of sales outsourcing and the increasing role of technology and AI in the industry.

• He emphasized that AI should not be viewed as a replacement tool but as an enhancement tool to support sales processes, making organizations more efficient and effective.

In this insightful Biz-eWerk podcast episode, Tony Horwath offers entrepreneurs and business leaders a unique perspective on sales outsourcing and sales leadership. His experience in leading Sales Focus Inc. through the industry's evolution serves as a powerful lesson on the importance of knowledge transfer, value-based selling, and the strategic use of technology and AI to enhance business outcomes. To learn more about Tony’s approach to sales outsourcing and leadership, be sure to check out the full episode.